Dispelling the illusion of invulnerability
The motivations and mechanisms of resistance to persuasion
Bibliographic Data
| ID | 6203401 |
|---|---|
| Authors | Brad J Sagarin (0000-0002-1419-9335, Northern Illinois University), Robert B Cialdini (0000-0003-0588-0951, Arizona State University), William E Rice (0000-0003-1698-7316, Arizona State University), Sherman B Serna (Northern Illinois University) |
| Year | 2002 |
| Volume | 83 |
| Issue | 3 |
| Pages | 526-541 |
| Publication date | 2002-09-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037//0022-3514.83.3.526 |
| PMID | 12219852 |
| OpenAlex | W4231262053 |
| Language | EN |
| Citations received | 46 |
| References cited | 63 |
Three studies examined the impact of a treatment designed to instill resistance to deceptive persuasive messages. Study 1 demonstrated that after the resistance treatment, ads using illegitimate authority-based appeals became less persuasive, and ads using legitimate appeals became more persuasive. In Study 2, this resistance generalized to novel exemplars, persevered over time, and appeared outside of the laboratory context. In Study 3, a procedure that dispelled participants' illusions of invulnerability to deceptive persuasion maximized resistance to such persuasion. Overall, the present studies demonstrate that attempts to confer resistance to appeals will likely be successful to the extent that they install 2 conceptual features: perceived undue manipulative intent of the source of the appeal and perceived personal vulnerability to such manipulation
Appeal · Cognitive psychology · Context (archaeology · Deception · Illusion · Persuasion · Persuasive communication · Political science · Resistance (ecology · Death Anxiety and Social Exclusion · Law · Psychology · Psychology of Moral and Emotional Judgment · Psychology of Social Influence · Social and Intergroup Psychology · Social Psychology
Brand Familiarity and Advertising Repetition Effects
Social Influence
Attitudes and Persuasion
Attitudes and Persuasion
Misinformation
Strategies and motives for resistance to persuasion
Inoculation theory in the post‐truth era
Shame Resilience Theory
The Scammers Persuasive Techniques Model
Media literacy interventions
Global media ethics, the good life, and justice
Análisis de las propiedades psicométricas del Cuestionario de Competencias Socioemocionales SEC-Q en estudiantes universitarios chilenos
Unveiling the Associative Mechanisms Underlying the Additive Bias
Democracy's eternal vulnerability
The language of power and authority in leadership
Youth Perspectives on the Effects of a Family-centered Media Literacy Intervention to Encourage Healthier Eating
Long-term effects of brand placement disclosure on persuasion knowledge and brand responses
When influencers promote unhealthy products and behaviours
Vive la résistance
Winning the Battle but Losing the War
Seeing through the ad? An investigation of persuasion awareness, coping mechanisms, and credibility for targeted political advertisements
A Meta-Analysis of the Effects of Disclosing Sponsored Content
How to Guard Against Fixation? Demonstrating Individual Vulnerability is More Effective Than Warning of General Risk
Perceptions of Manipulation and Judgments of Illegitimacy
U.S. tweens’ reactions to unboxing videos
Lovextortion
Processing of Sexual Media Messages Improves Due to Media Literacy Effects on Perceived Message Desirability
Sponsorship Disclosure
Media Literacy Interventions
Comparing the Impact of Explicit and Implicit Resistance Induction Strategies on Message Persuasiveness
Dark patterns in online shopping
Convincing Yourself to Care About Others
Humour in advertising
The media literacy theory of change and the message interpretation process model
Disinformation and strategic frames
Protecting against misinformation
The impact of an “aha” moment on gender biases
Mixed reasons, missed givings
On the Structure and Dynamics of Human Thought
Anxiety, Sophistication, and Resistance to Persuasion
Puffery in Advertisements
The psychology of attitudes
Communication and Persuasion
The psychology of ego-involvements
Advances In Experimental Social Psychology
The Child's Theory of Mind
Unrealistic optimism about susceptibility to health problems
An Empirical Examination of the Structural Antecedents of Attitude toward the Ad in an Advertising Pretesting Context
People as Flexible Interpreters
Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change
When Attention‐Getting Advertising Tactics Elicit Consumer Inferences of Manipulative Intent
Encoding specificity and retrieval processes in episodic memory.
Unrealistic optimism about susceptibility to health problems
Direct Experience And Attitude-Behavior Consistency
Inference and missing data
Obedience to authority
Cognitive Adaptations for Social Exchange
Some Contemporary Approaches
Cognitive Responses in Persuasion
The Cultural Origins of Human Cognition
When Beliefs Yield to Evidence
A Theory of Psychological Reactance
Recent Attribution Research in Consumer Behavior
Through Her Eyes
When “I like you” indicates disagreement an experimental differentiation of information and affect
Reciprocal concessions procedure for inducing compliance
Increasing compliance by improving the deal
The extra credit effect in interpersonal attraction
The Functional Approach to the Study of Attitudes
Development of attitude strength over the life cycle
The negative subject
Expectancy, choice, and the other person
Low-ball procedure for producing compliance
Forewarning, cognitive responding, and resistance to persuasion
Understanding behavior in the Milgram obedience experiment
Attitude importance and resistance to persuasion
Unrealistic optimism about future life events
Compliance without pressure
The psychology of action
Warning and persuasion
Forewarned and forearmed? Two meta-analysis syntheses of forewarnings of influence appeals
Illusion and well-being
Effects of personal experience on self-protective behavior
Communicator credibility and communication discrepancy as determinants of opinion change
Context Effects on Judgment under Uncertainty
Organizational Fundraising
| Unique citing works | 41 |
|---|---|
| Citations per year | 2 |
| Citation span | 2003 - 2026 (24) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 45 |